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Do
you think that business functions are
a waste of time?
Many
business people consider trade fairs
and other business events as a sheer
waste of time, but in most cases either the
objectives set were inappropriate or the methodology
wasn't quite right or even both.
Networking
is a great way to generate new business,
but as any business technique you must go about
it in a systematic and professional manner
and never expect too much from these business events.
They are usually just door-openers,
the beginning of professional relationships on which
to work on in the future to generate good business.
I
hope you agree that business functions are an excellent
way to meet new people and that this is the first step
towards generating new business. If this is so, here
are 10 things you should have in mind:
1.
Be prepared.
- Carry all your networking tools at all times: informative
badge, business cards, brochures,
business card file with people you
can refer to...
2.
Set goals.
- Obviously your goal is just to meet new contacts,
so set a number of contacts you intend to
make.
3.
Be proactive and friendly.
- Offer to help and act as a host not as a guest.
4.
Listen and ask questions.
- Remember you have two ears and one mouth, use them
proportionally. Only talk about yourself once you
have found out what the other does.
5.
Don't try to close deals.
- Remember we are developing relationships for future
business, don't spoil it!
6.
Give referrals.
- Whenever possible try to refer
them to others that may interest them or provide them
with interesting information.
7.
Exchange business cards. - Ask for
two cards so you can pass it on to someone else, this
sets the stage for networking to happen.
8.
Be efficient. - Don't spend more than
10 minutes with each person. If needed set a future
appointment.
9.
Take down notes. - Write notes on
the back of the business cards to help you remember
each person.
10.
Follow up.
- All the rest is useless if you don't follow
up with a call or an email and it's important
not to break any promises you have
made, this has very negative effects.
And
to finish, one last tip: Look for signs
that show that people are open to receive others. Never
interrupt a group that is in closed circle, look for
those that are positioned in a U-shape, this indicates
the conversation isn't very intensive nor private and
that they are more willing to accept
new people in the group. |
